Senior Account Executive

About the role

As a Senior Account Executive, you will serve as the primary connection between GitLab and Commercial and Enterprise customers, helping them adopt and expand the AI-powered DevSecOps platform. You will own a broad book of business, managing the full sales cycle from discovery to close while partnering with internal teams to drive customer outcomes. The role involves documenting buying criteria, maintaining an evidence-based pipeline, and contributing insights to improve sales processes.

Responsibilities

• Own a broad book of Commercial and Enterprise business, from new prospects to growing existing accounts.
• Manage the full sales cycle, from discovery and solution alignment through negotiation and close.
• Articulate the DevSecOps value proposition and align it to customer business outcomes.
• Analyze wins and losses, contribute to root cause analyses, and share lessons learned with cross-functional teams.
• Document and maintain accurate buying criteria, processes, and pipeline data.
• Contribute to the sales handbook and document best practices.
• Provide account leadership across pre- and post-sales, partnering with technical teams and customer success.
• Represent the voice of the customer by contributing product feedback to the public issue tracker.

Required skills

• Software sales
• Enterprise sales
• Sales cycle management
• Pipeline management
• Negotiation
• Account planning

Nice to have

• Git
• Software development tools
• Application lifecycle management

Qualifications

• Proven success in software sales
• Experience managing a varied book of business

Benefits

• Health, finance, and well-being benefits
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation
• Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

About the Company

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, and reduce security and compliance risk. More than 50 million registered users and over 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.